Diagnostic Sprint
2–3 weeks · one-time
GTM audit, metrics baseline, written 90-day roadmap you own whether or not we continue.
See deliverables →
Fractional RevOps · B2B SaaS · $3–20M ARR
Fractional RevOps leadership for B2B SaaS at $3–20M ARR.
One senior operator. Productized scope. Visible output by week two.
What I do
Three layers of revenue infrastructure.
The foundation underneath every defensible forecast.
Data foundation
Source-of-truth model, required-field validation, enrichment waterfall. 95%+ completeness on core CRM fields — the substrate everything else sits on.
Process & lifecycle
Lead lifecycle, marketing-to-sales SLA, deal stage exit criteria, sales-to-CS handoff. Defined, documented, enforced in the CRM.
Forecasting & governance
Weighted pipeline model, weekly forecast cadence, exec dashboard, monthly governance memo. The forecast the board can defend.
Why it matters now
The 2026 evidence.
48%
of revenue leaders say their data isn't AI-ready. (Clari, 2025)
95%
of enterprise AI pilots show no measurable P&L impact. (MIT NANDA)
~3×
EBIT gap between AI with workflow redesign vs. bolt-on AI. (McKinsey)
A&Y won't deploy AI, automation, or dashboards on a 60%-complete substrate. Phase 0 is always data hygiene.
How
Tier 01 · Diagnostic
Tier 02 · Build
Tier 03 · Govern
Tier 04 · Advise
Four engagements. One pathway.
Diagnostic, build, govern, advise. Tier 1 credits against Tier 2. Pricing shared on the first conversation.
Foundation Build
90 days · monthly cadence
Install the data model, pipeline stages, forecasting cadence, dashboards. Named internal owner per system.
See deliverables →Fractional RevOps Leader
6-month minimum · 20–25 hrs/mo
Monthly forecast governance memo, quarterly GTM review, hiring support. Keeps the foundation from degrading.
See deliverables →Executive Advisory
6-month minimum · 4–6 hrs/mo
Monthly strategy session, async availability for major decisions. For when you've hired a full-time RevOps lead.
See deliverables →
What gets installed
The five-layer system every Build delivers.
Each layer ships with documentation, a named internal owner, and a verifiable acceptance criterion.
- Data foundation. 95%+ completeness on core CRM fields. Data dictionary signed off.
- Tech stack governance. Renewal calendar, utilization audit, consolidation roadmap, owner per tool.
- Process & lifecycle. Lifecycle, SLA, deal stage criteria, handoff template — adopted in CRM automation.
- Forecasting & reporting. Weekly cadence + exec / manager / CS dashboards. Forecast accuracy improved 30–40%.
- AI-ready layer. Only after 01–04 are stable. Always paired with workflow redesign, never bolt-on.
Insights
Field guides.
For the CEO who would rather read 6,000 honest words than sit through a 30-minute demo.
Getting Your Revenue Org AI-Ready
Five layers, six gates, the sequence the 6% of high performers follow — and what looks like progress but isn't.
Read the guide →What it takes to raise a Series A in 2026
The four-pillar operating system that makes the round defensible, and the nine specific failures that quietly end Series A processes.
Read the guide →First conversation is 30 minutes.
No deck. No pitch. If A&Y isn't the right fit, you'll get a referral to a specialist who is.
Book a first conversation